10/10 GTM

Our guest for Episode 46 is Niki Phillips, Senior Director of Sales at Hootsuite. She brings more than a decade of sales experience to the conversation. In this episode, Ross and Niki discuss why setting clear expectations, communicating on progress, and fostering an entrepreneurial culture are key strategies for driving execution excellence.

Our guest for Episode 45 is Kevin McIntyre, CRO at Dealfront. In this episode, Ross and Kevin discuss fostering a culture of communication and transparency, building solid management systems, and defining and strengthening go-to-market motions for lasting success in the B2B SaaS landscape.

Our guest for Episode 44 is Marina Golemis, SVP of North America Sales at ShipBob. Marina is a seasoned sales leader with over 15 years of experience.   In this episode, Ross and Marina discuss the importance of shaking things up, being strategic about the ‘get it done’ attitude, and delighting in what you don’t know.

Our guest for Episode 43 is Diana Kimball Berlin, Partner at Matrix. For over three years, Diana has been collaborating with former founders and company builders to lead Series A investments. With extensive experience as a board member, investor, and former VP of product, she brings a wealth of knowledge to the conversation.  In this episode, Ross and Diana discuss how to partner with product teams, present to executives, and impress VCs as a first-time leader. 

Chris Calkin, VP of Revenue at Census, shares insights from over a decade in sales leadership. He emphasizes the vital role of inputs, outputs, and desired outcomes in effective team dynamics. Calkin discusses the importance of accountability, setting clear go-live dates, and fostering a proactive sales culture. He also highlights strategies for aligning sales efforts with customer motivations and the need for diverse talent in high-growth environments. The conversation dives deep into building a consistent and accountable sales team culture.

Our guest for Episode 41 is Emma Galler, VP of Sales at Formstack. Prior to joining Formstack, Emma held leadership roles at GRC, Built In, and Aerotek. She brings more than a decade of experience to the conversation.  In this episode, Ross and Emma discuss why driving execution excellence hinges on creating a winning culture, building a cadence around operational excellence, and understanding why having a strong pipeline solves all problems. 

Kyle Coleman, CMO at Copy.ai, shares over a decade of sales and marketing expertise. He dives into why aligning value propositions with strategic initiatives is essential for sales success. Kyle emphasizes the need to validate messaging through actual customer interactions and the importance of understanding executive priorities. The conversation also highlights the evolution of sales strategies, shifting from product features to impactful value narratives. Engaging customers directly is crucial for leadership, fostering better decision-making and strategy alignment.

Jacco Van der Kooij, Founder of Winning by Design, boasts over 20 years of sales experience. In this conversation, he emphasizes the importance of understanding growth dynamics, particularly the shift from customer acquisition to retention in SaaS. He discusses how AI is transforming B2B sales, making it essential for sellers to adapt to new buyer expectations. Jacco also highlights the rising value of genuine sales skills and the need for creating memorable, customer-centric sales experiences as the landscape evolves.

From 2022 to 2023, companies spent $101.8 billion training new and current employees. On average, it takes six months for most companies to reach the break even point for onboarding. The bottom line? Hiring and training employees is expensive. To succeed in today’s economy, organizations need to focus on building high-performing sales teams that stick around.  In this masterclass, leaders from Aiwyn, NetApp, and Matrix discuss how to create a winning culture, retain top performers, and up-level your team to achieve 10/10 performance. They cover how to:  Define a high-performing sales team Build a winning sales culture that upholds GTM standards and retains top talent Implement proven strategies, tools, and training to cultivate A-players

Ryan Lazar, the Country Manager for Qualtrics in Canada, brings over 15 years of sales expertise to the discussion. He shares his transformative journey from engineering to sales, emphasizing the value of meritocracy. Ryan delves into strategies for execution excellence, including the importance of building strong communities, maintaining consistency, and practicing radical candor in leadership. He also explores the unique challenges of navigating Canadian market mindsets and the significance of establishing client trust for successful partnerships.